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  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Sales] Buyers Don’t Care About Your Sales Funnel
    I read an article recently that discussed how content can “help push your prospects through the sales funnel.”  However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic! 
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 16, 2012
    [Sales] 6 Ways Marketing Can Help Generate Early Leads for Sales
    What does sales want more,” he asked, “qualified leads or early leads?”. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. My answer: Both.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 28, 2013
    [Sales] Sales Prospecting For Minutemen
    Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. This is the equivalent of product dumping.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 15, 2015
    [Sales] [Infographic] 7 Steps for SaaS Sales Success
    Author: Ben Daters The best sales reps are the ones that clearly know the stages and complexity of their sales cycle and the dynamic elements that can be different based on the size of the opportunity. challenge each salesperson to define the stages in their sales cycle and identify their strengths and weaknesses. Enjoy!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 29, 2014
    [Sales] Sales Prospecting Perspectives' Top 10 Blog Posts in 2014
    Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. Happy December 31, everyone! What are yours?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [Sales] 12 Tips for Building and Managing a Bigger Sales Pipeline
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. for you. You simply execute.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 29, 2012
    [Sales] 3 Strategies Pro Golfers Could Teach Sales and Marketing
    Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force or product. Below I highlight 3 sales and marketing strategies gleaned from competitive sport of golf. 1. Get Your Team in Order. They align their team. Keep Score. Want more?
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Sales] Content Marketing and Sales Enablement Must Get Married
    The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Marketing becoming the home for content strategy and sales enablement finding its’ home in sales.  Image via Wikipedia.   What’s going on? 
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 9, 2014
    [Sales] What Kind of Sales Superhero Are You? [Quiz]
    In a world… where sales stars are born… Four have risen above the rest and become… Superheroes! Are you Inside Sales Iron Man , confident and persistent, well-armored against objections and always researching new techniques? Sales Prospecting B2B Inside Sales B2B Sales Success
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 25, 2012
    [Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
    Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. The sales team had accepted none of them. Looked great on paper. Levy says.
  • CAPTORA  |  THURSDAY, DECEMBER 17, 2015
    [Sales] Why Marketing Has Many Jobs (And Sales Only Has One)
    sales executive might be asked to attend a funding pitch. While responsibilities silo and departments like Sales focus in on what they are hired to do- and work on just that- marketing tends to get pulled in even more directions just when financial targets for leads and pipeline get more demanding. priority. The list goes on.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 2, 2013
    [Sales] Do Sales and Marketing BFFs Have to Share Data? [CHART]
    by Andrew Stanbridge | Tweet this One of the keys to driving revenue is alignment between sales and marketing. We refer to this as sales and marketing being Best Friends Forever (BFF). The same is true for sales and marketing, and the technologies used by each. Do Sales and Marketing BFFs Have to Share Data?
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Do you use inbound marketing?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] Hire High Performance Sales Teams # 2
    Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 30, 2011
    [Sales] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
    Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MARCH 28, 2012
    [Sales] 7 Ways Sales Intelligence Gives You Super Powers
    Tom Meriam is the VP of Sales at Spear Marketing Group, a B2B Marketing Agency , and writer for his personal website: ROI Marketing Insights. Tom has spent over the last 15 years in the sales and executive levels. Now, before you start exposing your sales team to gamma rays and radioactive spiders, there’s another solution. 
  • FEARLESS COMPETITOR  |  SUNDAY, APRIL 22, 2012
    [Sales] Want to Improve Profits Quickly? Reduce Sales Discounts
    Reducing Sales Discounts delivers a major lift to the company’s profile and market valuation. Take a close look at Sales Discounts. If you are a CEO, CFO, investor or VP of Sales, this is important to you. Want to work on the sales team negotiation skills to address the discount issue? What do you think?
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 5, 2013
    [Sales] How To Effectively Increase Your Sales Pipeline
    When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Failure is not an option.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 23, 2014
    [Sales] How Trade Shows Can Impact Inside Sales Reps’ Sales Skills
    Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. The power of face-to-face interaction in sales should never be undermined. Inside sales reps can see firsthand who and what their potential buyers look like.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 4, 2014
    [Sales] 7 Copywriting Formulas to Support Online Sales
    For sales copy to grab a reader and compel them to buy, it must first get their attention, then gain their interest, and finally appeal to their emotions, all while simultaneously offering facts and stats. Getting it right is a delicate balance, but if you can nail it and create seductive sales copy your conversions will soar. So what?
  • VISIONEDGE  |  TUESDAY, MAY 20, 2014
    [Sales] Craft a Killer Sales Playbook
    The Sales Playbook, Defined. sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The outcome?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 31, 2013
    [Sales] Integrating Social Media Listening Into The Sales Process
    Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Sales] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Setting direction. Company name.
  • SALESFUSION  |  MONDAY, FEBRUARY 16, 2015
    [Sales] How Marketing Automation Changed My (Sales) Life
    The post How Marketing Automation Changed My (Sales) Life appeared first on Salesfusion. Marketing Automation Sales and Marketing Sales Sales Pain Points
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 3, 2014
    [Sales] My 2015 Sales & Marketing Predictions
    I recently discussed my sales and marketing predictions for 2015 with Backbone Media. The post My 2015 Sales & Marketing Predictions appeared first on. And after you watch my video, click here for more B2B marketing predictions from other industry thought leaders. Corporate Marketing Marketing Technology
  • VIDYARD  |  TUESDAY, DECEMBER 15, 2015
    [Sales] Your Sales Team Has A Video Problem
    People buy from people: a core sales principal that is getting more difficult each year. Best-in-class sales teams understand the importance of connecting emotionally with customers. However, today’s customers are leveraging the vast information of the internet to research, compare and review solutions without any sales assistance.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 22, 2011
    [Sales] Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function
    B2B Demand Generation | Why it belongs in Marketing – Not Sales. posted part of it below, but you have to visit Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function to read the full article. But what about sales prospecting? So why do sales people do it? Great show! David.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] Why New Sales Hires Frequently Fail
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
  • SALES INTELLIGENCE VIEW  |  SUNDAY, NOVEMBER 17, 2013
    [Sales] Top 25 Sales Influencers List: Honoring Luminaries at Dreamforce 2013
    The Annual Top 25 Sales Influencers list is here! For the last two years, InsideView has set a precedent assembling an authoritative list that recognizes the contributions and achievements of the brightest minds in the sales industry. The Three Peats:  We’ve been watching these Sales leaders for a while.  Sales 2.0 Trish.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 23, 2013
    [Sales] Industrial Marketing, Lead Generation and Sales: It’s Complicated
    Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. A hit movie for sure. Sometimes I feel the same way [.].
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 19, 2013
    [Sales] How to Power Your Sales Funnel With Video Content
    Video can power your sales cycle at every step of the buying process, but not all content is relevant to everyone. Rarely will you be dealing with one decision maker, especially in B2B sales, so you’ll need to articulate your product’s features as they appeal to both decision makers and on-the-ground users. Top Of Funnel Video Content.
  • VIEWPOINT  |  TUESDAY, APRIL 28, 2015
    [Sales] 3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
    The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales Process
  • IT'S ALL ABOUT REVENUE  |  SATURDAY, DECEMBER 7, 2013
    [Sales] Do You Have Zombies in Your Sales Pipeline?
    They are, for all intensive and purposes, lost deals but the sales rep has usually forgotten to close them out or has kept them open in a vain attempt to resurrect the deal. So, how do we combat these “walking dead” in the sales and marketing pipeline? Do You Have Zombies in Your Sales Pipeline? Follow Mike on Twitter @RTMike.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MARCH 16, 2012
    [Sales] 5 Fundamental Sales Lessons from March Madness History
    But it turns out there are some big lessons for sales from some of the greatest moments in March Madness history. For sales teams to win deals, they need the same confidence. Aberdeen Research’s Peter Ostrow revealed in a webinar that “Best in Class” companies deploying sales intelligence tools saw a 28.4% Confidence. Curiosity.
  • AVITAGE  |  WEDNESDAY, JUNE 11, 2014
    [Sales] For Sales Blogging and Social Selling – Think Like a Publisher
    Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch,  ITSMA) This is a logical extension from a belief that sales people must think more like marketers.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 22, 2014
    [Sales] If Sales Technology is the Future, How Do We Keep B2B Sales Interactions Human?
    Sales Prospecting Perspectives is pleased to bring you a guest post from Lauren Weatherall , Senior Marketing Manager at TinderBox. Especially when it comes to sales technology. The fact that sales professionals only spend 41% of their time actually selling. This is where sales automation technology comes into play.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, SEPTEMBER 23, 2012
    [Sales] Sales Leadership: The Impact of Creating a Sales Process
     Sales Leadership: The Impact of a Creating a Sales Process  . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Let me know your thoughts on creating a sales process.
  • B2B MARKETING INSIDER  |  THURSDAY, SEPTEMBER 1, 2011
    [Sales] The 8 Most Common Sales Mistakes
    I often talk here about the need for better alignment between marketing and sales. It is because of this that I like to reach out to some of my friends in B2B Sales AND Marketing to provide their perspective. Additionally, my colleague in Inside Sales,  Robert Krekstein  contributed this post recently on Lead Nurturing.
  • WEBBIQUITY  |  SUNDAY, JULY 19, 2015
    [Sales] The Business Revolution in Sales Acceleration
    In 2014, the average budget allocated to outreach ranged from nine and 12 percent of sales revenues and up to 50 percent for a new product launch. Sales acceleration incorporates strategies that automate processes to reduce the required spend. Sales Acceleration Defined. Creating an Efficient Sales Funnel.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JUNE 26, 2012
    [Sales] How to Get Sales and Marketing on the Same Page
    Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. This is a guest post by Brad Shorr. Work On It.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 1, 2014
    [Sales] What’s This About Sales First? How Sales & Marketing Can Align To Better the Customer Experience
    And without specific headcount to maintain a consistent customer experience, sales and marketing departments are expected to bridge the gap. Big surprise — if sales and marketing groups are not taking steps toward alignment, customer experience suffers. […].
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 31, 2013
    [Sales] How Invested are Your Inside Sales Reps?
    Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening. If they are not interested, GREAT! Find out why.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MAY 14, 2015
    [Sales] New Mobile Innovations Enhance the Marketing, Sales, and Customer Experience
    Improve the Mobile Experience for Business Buyers and Sales Teams with Better Connections. B2B marketers need mobile connections that help marketing and and sales teams support better customer interactions with their product or services while they’re on the go. Mobile is big. We all get it. One issue is around identity.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 6, 2013
    [Sales] Sales and Marketing Co-Creation – The Power of a Cold Beer
    At the recent Sales and Marketing 2.0 Conference in San Francisco, Gerhard Gschwandtner, CEO of Selling Power told the attendees “ How can you build bridges between sales and marketing? Why these insights are so critical in your sales efforts so that you can “ fish where the fish are.” Buy them a cold beer!
  • SALES INTELLIGENCE VIEW  |  TUESDAY, SEPTEMBER 6, 2011
    [Sales] Bridging the Massive Social Media Gap Between Sales and Marketing
    expected Marketing to be the top of the list but was surprised to see Sales so far behind with only 11% of the companies having a formal approach for engagement through social media. If marketing is the focal point of social media engagement, sales NEEDS to be brought into the loop. Enterprise social selling is growing up.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 10, 2013
    [Sales] B2B Sales and Marketing Trends for 2014
    This gives the FMP team and me the ability to track the most significant issues facing marketing and sales professionals. For the past couple of years, we have been publishing the top B2B sales and marketing trends that we believe will have the most impact on a company’s ability to gain and maintain competitive advantage.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
  • B2B MARKETING INSIDER  |  SUNDAY, AUGUST 30, 2015
    [Sales] Can Content Marketing Accelerate Sales Pipeline?
    Can posting the right content for the right customer on the right channel at the right time really speed up a sale? When it’s put that way, that type of sales success sounds more like it’s driven by publishing instead of selling, right? thought only call-blitzing sales rep could make a sale close faster. Awareness.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 18, 2014
    [Sales] Sales and Marketing Plans Need to be Aligned
    As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets. These are just two sales model examples.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 6, 2013
    [Sales] When Sales Reps Attack
    Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [Sales] NON STOP SALES BOOM
    NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. That chapter alone will begin to reset your view of the sales process.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 11, 2011
    [Sales] Good news/bad news in BtoB sales
    Jim’s point – Doing what we did in the past will not improve sales performance. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. According to CSO Insights. the following statistics were just released.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 10, 2015
    [Sales] 3 Soft Selling Skills I See In My Best Sales Development Reps
    I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. From what she has seen working with experienced sales guys and gals over the years is that they rely far too much on their hard skills to get them by. Sales Prospecting B2B Sales Success
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 18, 2015
    [Sales] Are You the Maestro of Your Sales Team?
    Are You the Maestro of Your Sales Team? This level of trust is crucial in high performance sales teams when personality’s and tensions sometimes cause conflict. The sales leader must reinforce this whenever possible, especially during the monthly company meeting with all the employees. Need more sales management resources?
  • VIEWPOINT  |  THURSDAY, APRIL 17, 2014
    [Sales] 5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
    In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.
  • IT'S ALL ABOUT REVENUE  |  SATURDAY, NOVEMBER 2, 2013
    [Sales] Is Sales Enablement a Two-Way Street? [CHART]
    by Egan Cheung | Tweet this Marketers who focus on sales enablement processes, or provide tools to their sales teams that allow them to discover, profile, and engage their prospects, largely do so in the interest of giving their sales teams access to the information and materials they need to turn warm leads into cold hard cash. They
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 23, 2015
    [Sales] How to Generate Sales Leads Using Personality Quizzes
    There are three steps in this process, and by the end you’ll know how to create a piece of content that is not only share-able and enjoyable for your audience, but also brings in targeted, sales-ready leads. That is possible, and today we’re going to look at how to do it for your brand. Titles like “What Color are You?”
  • VIEWPOINT  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Becoming a Sales Freak and Changing the World
    Inside Sales I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, NOVEMBER 18, 2011
    [Sales] How Science is Changing Sales As We Know It
    Too many sales managers are trying to build their business by using methods that have been outdated for a decade. Understanding the science of sales and how sales intelligence can have an impact on decision makers is a major competitive advantage. How scientific is your sales process? Prospecting Sales 2.0
  • VIEWPOINT  |  TUESDAY, DECEMBER 10, 2013
    [Sales] PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
    Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] Why Content is the New Sales Call
    When Google came out with their Zero Moment of Truth reports, there was a lot of highly compelling data points that made CEOs, CMOs and sales heads have to stop and reconsider almost everything they are doing; at least as it pertains to marketing. Content Is The New Sales Call. • 10.4 The ZMOT isn’t a new discussion point.
  • STORIES THAT SELL  |  TUESDAY, SEPTEMBER 11, 2012
    [Sales] Supercharge Your Sales Conversations with Story
    We hear a lot these days about the importance of storytelling in business – especially for sales people. But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call. Advance or close a sale. A guest post by Andrew Nemiccolo.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 26, 2013
    [Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Top 12 Ways Sales Leverages the Internet
    It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. The important task of sales research. Prospecting Sales 2.0 56% conduct webinars.
  • VIEWPOINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] How to Diagnose if Inbounditis is Killing Your Sales Pipeline
    In fact, it makes the whole sales pipeline sick. The 3 major symptoms of inbounditis are: 1) deal sizes slowly decreasing as inbound leads increase, 2) high-performing reps avoiding inbound lead follow-up, and 3) the percent of sales accepted leads decrease while lead quotas increase. How can you cure inbounditis? By Dan McDade
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Sales] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.
  • ANNUITAS  |  THURSDAY, JANUARY 28, 2016
    [Sales] Heads Up Sales…Change Is Coming
    One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, DECEMBER 18, 2012
    [Sales] 32 Must Have Sales Tools in 2013
    Last week, InsideView, along with DocuSign and Kred, held an extremely successful webinar titled:  “32 Must Have Sales Tools in 2013.” ” The presentation featured 32 sales tools chosen by a handful of the most influential leaders in B2B sales. Sales and Marketing Technologist for Fill the Funnel, Inc.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] The Best Sales Prospecting Qualification Questions to Ask
    When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Will I scare prospects away asking too much too fast?
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 3, 2012
    [Sales] Align Industrial Websites with Sales Process
    If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. Define your sales process in details.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 26, 2013
    [Sales] How to Create Content Maps That Actually Work in Sales Lead Generation
    Content is critical in B2B sales lead generation. And I’m pleased to announce that Find New Customers now offers a Buyer Persona Service to craft best practices buyer persona programs for you – which feed highly effective marketing campaigns and sales enablement. Movement is critical!). It looked like this: Awareness.
  • VIEWPOINT  |  TUESDAY, APRIL 14, 2015
    [Sales] What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]
    On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. PowerViews Sales & Marketing Management There is no value in that. Instead, try to add value.” — Chris Brogan.
  • GREAT B2B MARKETING  |  FRIDAY, AUGUST 23, 2013
    [Sales] 10 Critical B2B Sales and Marketing Metrics – Part 2
    Sales and marketing cost as a percentage of total revenue. Conversion of qualified leads to opportunities: Once a lead has been qualified, it is up to the sales rep to convert it into a workable sales opportunity. Opportunity close rate: This number is calculated by dividing the total number of sales in a given time period (e.g.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 27, 2015
    [Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
    Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] How to Spark a Romance Between Sales and Marketing
    The same heartbreak often occurs among sales and marketing teams. This Valentine’s Day we have a few tips and tricks to help your sales and marketing departments to fall in love.  It should be so easy.  We just have to make them see the light on a few very common points…. Speaking the Same Language. Keep Them Warm.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 24, 2013
    [Sales] Inspire Sales Confidence: a job for sales leadership
    Sales Leadership: Inspire Sales Confidence. During the many years of sales management and the past 14 as a consultant to hundreds of firms the hardest element I see executives and sales managers struggle with is inspiring sales confidence. What are your tips on inspiring sales confidence? 3f4qb8v9ge.
  • PUZZLE MARKETER  |  MONDAY, JUNE 10, 2013
    [Sales] Blogging Leads to Sales
    Some companies use blogs less as a sales tool and more as a personality disseminator. Getting a press release out into the media can be a much more daunting task then publishing a quick post announcing the release of a new product or the hiring of a new sales person. How does blogging increase sales? What is a blog? Good luck!
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 25, 2015
    [Sales] Hiring High Performance Sales Teams #1 of 2
    Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. Listen, instead of talk.
  • CRIMSON MARKETING  |  TUESDAY, APRIL 21, 2015
    [Sales] How Big Data and Marketing Analytics Help Sales
    Sales teams used to be key sources of information for buyers, but access to an extraordinary variety and volume of information means buyers are much less reliant on salespeople than ever before. To succeed your sales teams need to know what your buyers are hearing and saying— and then tailor your sales interactions to match.
  • LEAD411  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Sales] Sales & Marketing Content that Doesn’t Suck
    Here is a list of Sales & Marketing pros that provide quality content that is not exhausting. His sales-focused SaaS company is exploding. Topics include Sales, Marketing and Entrepreneurship. This is a great resource to find out more about other sales startups and tools. Jill Konrath Sales Author. randfish.
  • THE ROI GUY  |  THURSDAY, MARCH 14, 2013
    [Sales] Sales Enablement’s Dirty Big Secret
    Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. That’s $135 large a year folks on the hidden cost of sales ! Not necessarily. Why Change? Why Now?
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 15, 2011
    [Sales] Do You Expect Your Inside Sales Team to Practice Alchemy?
    Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Unless you want your inside sales professionals to be mere data entry clerks, test your lists! My team did.
  • KAON  |  TUESDAY, DECEMBER 15, 2015
    [Sales] 3 Essential Ingredients For Your Engaging Sales Presentation
    Original article published on Sales Initiative. Those opening seconds are critical in holding the attention of your customers; therefore, your sales presentation needs to be compelling and relevant to each unique audience. Use these 3 ingredients to engage prospects earlier, shorten the sales cycle, and increase win rates.
  • SALESPREDICT  |  FRIDAY, DECEMBER 11, 2015
    [Sales] Using Predictive Marketing to Enhance B2B Sales
    Predictive marketing uses data-driven tools to deliver the insights B2B companies need to target effectively and improve sales conversions in today’s data-rich environment. This allows marketers to focus both their reach and their spend to drive successful sales. Predictive marketing can more than double sales conversions.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 23, 2014
    [Sales] Sales and Marketing Alignment Equals More Revenue
    AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It’s no secret that your inside sales team will close more deals when funneled high quality leads.
  • BIZIBLE  |  FRIDAY, JANUARY 8, 2016
    [Sales] 4 Sales Enablement Tactics B2B Marketers Need to Master
    Sales enablement is not a new term, but it’s often used as an umbrella for a wealth of actions related to the sales team. Although any amount of enablement is helpful, having a set process for how marketing can enable sales is where the key to success lies. Naturally, sales enablement begins with sales and marketing alignment.
  • VIEWPOINT  |  THURSDAY, OCTOBER 16, 2014
    [Sales] 4 Great Reasons to Take the Sales Performance Optimization Survey Today
    I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales Easy—and interesting.
  • VIEWPOINT  |  TUESDAY, MAY 19, 2015
    [Sales] Dead is Dead! (At Least in Sales and Marketing)
    wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Here are a few things in sales and marketing that are not dead. Hence, marketing defaults to number of leads and cost per lead and sales ignores them for the most part. Cold calling is dead.
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 1, 2013
    [Sales] Happy Birthday, sales lead generation company Find New Customers – belatedly
    Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at www.findnewcustomers.com. Email us – sales at findnewcustomers.com.
  • REPUTATION TO REVENUE  |  MONDAY, OCTOBER 25, 2010
    [Sales] Is sales enablement dead?
    Sales Enablement is a huge topic in B2B these days. You can spend all day every day and still barely scratch the surface of all the dialogue, debate, and events exploring the "real" meaning of sales enablement, who is doing it well, what tools are most useful, and how social media will revolutionize the whole process. Well, I wonder.
  • CAPTORA  |  TUESDAY, DECEMBER 8, 2015
    [Sales] Division of Labor: Determining Sales’ B2B Pipeline Contribution
    A little friendly competition between sales and marketing teams isn’t rare — at times it is to be encouraged. Smart companies divvy up pipeline contribution targets to ensure sales and marketing leaders understand what percentage each “owes.” Sales Loaded Cost + Marketing Loaded Cost + Small Avg. Striking a Balance.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, DECEMBER 17, 2015
    [Sales] AG Salesworks Launches Sales Development Certification Program
    The AG Salesworks brand represents predictable, efficient, positive, and impactful sales development. December 17, 2015 – AG Salesworks , the industry’s first sales development certification offering designed to better serve and educate sales development professionals, today announced the availability of its training curriculum.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 27, 2012
    [Sales] Review of the book Sales Growth: 5 Proven Strategies from the World’s Sales Leaders
    It’s clear that the authors interviewed some of the best sales leaders out there today. The authors write “Like gifted athletes, sales stars are regarded as naturals, with innate talents that great managers can recognize…These myths stand in the way of change and improvement in sales management.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 26, 2012
    [Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
    Sales Mgmt.:  4 Steps on how not to get fired. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Hit our web site.
  • ACSELLERANT  |  MONDAY, MARCH 24, 2014
    [Sales] Attention is Your Most Precious Sales Asset
    Picture yourself in front of a prospect giving an initial sales presentation. As you begin, they’re focused on what you’re saying. Business Story Marketing Visual Storytelling b2b video content marketing
  • SALES INTELLIGENCE VIEW  |  FRIDAY, DECEMBER 21, 2012
    [Sales] The 8 Types of Sales Reps
    In a 2010 study for the Harvard Business Review, Lynette Ryals and Iain Davies observed 800 sales professionals in live meetings. They discovered that sales reps exude one of eight personalities, and that only 3 of those personalities (accounting for 37% of the sales reps) are consistently effective. The Best. Experts. Closers.
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